POSITION IS BASED IN CAPE TOWN
Role Summary:
The Key Account Manager (KAM) in the Industrial Division is responsible for strategically managing and growing key customer accounts by building strong, long-term relationships and delivering value-driven solutions. This role requires a deep understanding of both the customer’s business and the organization’s product portfolio to drive sustainable sales growth and profitability.
The KAM plays a pivotal role in aligning internal resources with customer expectations, ensuring seamless execution across sales, supply chain, and technical support functions. The position focuses on commercial excellence through proactive business development, contract negotiation, strategic planning, and accurate forecasting. A successful KAM anticipates market needs, identifies growth opportunities, and ensures the organization remains a preferred partner to key customers in the Industrial market segment.
Key responsibilities

Identify and pursue new customer opportunities, prospecting and winning new business to accelerate volume, revenue and margin growth.
Develop and execute an aggressive sales strategy, from lead generation and qualification to contract negotiation and closing.
Take ownership of customer engagements, making informed decisions to maximize value and drive long-term partnerships.
Strengthen relationships with existing customers, continuously identifying opportunities for expanding basket of products offered, upselling and cross-selling.
Act as a strategic partner, deeply understanding customer challenges and aligning company offerings to their needs.
Stay ahead of industry trends, competitor activity and market opportunities to proactively position solutions.
Develop strategic pricing structures based on market conditions, customer profiles, and company objectives.
Create account sales plans, manage budgeting, and develop strategic approaches to achieve volume, revenue and gross margin targets. Involving the negotiation of terms, developing proposals, and management of contractual agreements with new and existing accounts, ensuring strong financial outcomes.
Work closely with internal teams to ensure seamless execution of customer requirements and high service levels, including contributing to sales forecasting by analysing market trends and historical data to drive growth and decision-making.
Provide hands-on support in resolving customer challenges, managing complaints, and ensuring satisfaction.